Where & How Can I Find Leads?

Real Estate Agent with Premiere Plus Realty FL# SL3323876

The million-dollar question most real estate agents ask themselves and each other is, “How can I find sellers who want to sell before anyone else does?”.

Finding prospective home sellers early and before they choose an agent, is the key to a successful real estate career as a listing agent. Here are the top five ideas that many use and how I tailor them to my real estate market in Naples.

1)     Provide free CMA’s to potential sellers. 

PERSONALIZATION: I utilize social media extensively and there is a link to a free CMA onCMA for Naples, Florida my Facebook Business page, Twitter account, Instagram account, ActiveRain posts and on my business website. The forms are easy to complete and the information is instant. I then follow up with a phone call.


2)   Sending newsletters, market statistics and regular market updates on neighborhoods via email.

PERSONALIZATION: While I do email to provide my past clients information, I also utilize snail mail. I like to send my past clients copies of clippings from the Florida Realtor and Realtor magazines, along with local newspaper articles on real estate in Naples. Many of my clients in Naples, are snowbirds who only come down for the winters. During the off season, I like to provide them updates of the Naples real estate market with appropriate articles on what is happening in Naples. Often, I also include a picture of their home in the note – usually they are taken on a beautiful day and showcase their home away from home or a photo of the Naples pier to share with their family and friends. Lastly, if it has been 3+ years since their purchase, I include a formal current CMA to show them what their value might be in today’s market. Just in case… they might be interested in selling in the near future. This works for my market because vacation homes and/or retirement homes seem to have a moving rate shorter than the 5-7 years’ traditional neighborhoods have.


3)    Sending birthday greetings, anniversary cards and thinking of you cards to past clients.

PERSONALIZATION:  I like the “Send Out Cards” program that you can personalize using photos I take of their home, local attractions and surrounding neighborhoods. The program also provides food and gifts on their website that you can include with the card.


4)   Many agents like to provide clients with a subscription to a local magazine at closing.

PERSONALIZATION:  Naples “Gulf Shore” magazine is a beautiful local magazine that shares the treasures of living on the Paradise Coast of Florida. It has local events, restaurants, doctors, new home developments, charities etc… and is a magazine I like to provide all my clients at their closing. Annually I renew the subscription for them at a cost of $16.95. A small price to pay for keeping in touch with clients and reminding them every year that you are there to help them with their real estate needs.


5)  Closing gifts to clients to remind them that you are in the business.

PERSONALIZATION:  Many agents ask others what they give their clients at closing. Often the answers are gift baskets, Cutco knives engraved with the agent’s name, monogramed bathrobes etc... whatever the agent can afford and would think the clients could use. I like to give them a piece of Naples in the shape of a glass globe filled with Naples sand, seashells and other items that remind them of Naples and the Naples lifestyle. I also send them to agents who refer me business and I will tell you that they are a big hit with everyone and have generated thousands of dollars in referrals and sales. People never forget that I gave it to them and it is displayed in their homes or offices for years, much longer than a gift basket, gift card or another random gift.


Even with the ideas listed above, one of the most important things you can do and won't cost you anything, except a little time, is to pick up the phone and let your clients/customer know that you are thinking of them. A phone call from a trusted advisor and friend is always appreciated.

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Premiere Plus Realty

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Comments (5)

Les & Sarah Oswald
Realty One Group - Eastvale, CA
Broker, Realtor and Investor

All great ideas and tips to be remembered throughout the year by prospective sellers and past clients.

Nov 01, 2016 06:33 AM
Susan Laxson CRS
Premiere Plus Realty - Naples, FL
Realtor in Naples & Marco Island, FL

Thank you Les & Sarah Oswald , I appreciate your comment!

Nov 01, 2016 06:39 AM
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy


Love your analysis of getting leads.  You really put a lot of thought into it, and I enjoyed reading it.  

Nov 01, 2016 06:57 AM
Alesha A. Wilson, M.Ed.
Buy and Sell Oklahoma LLC - Oklahoma City, OK
Buy and Sell Real Estate with Confidence

Thank you for sharing your tried and true ideas for getting leads and keeping in touch with past clients.  Love reading ideas that provide value to the consumers (i.e., market updates, newsletters, etc...)  Have a great week! (: 

Nov 01, 2016 12:22 PM